ca partner day - bsi - milano e roma

CA Technologies

Business Service Innovation

“New Normal” gap requires a new way of delivering business services that drive revenue

2 Copyright © 2012 CA. All rights reserved.

BUSINESS DEMAND FOR INNOVATION

IT CAPACITY FOR INNOVATION

IT must fill this

growing gap!

TRANSFORM FROM MAINTAINING TECHNOLOGY TO DELIVERING INNOVATION

IT must deliver new services to support initiatives that drive revenue

Mobility Social Big Data SaaS Client

Experience

While optimizing delivery of mainstream IT

Rationalization Agile Cloud

Delivery

Standardized

Infrastructure

Automation

Reengineering

Bring Your

Own Device

Challenges making this transformation


INNOVATION DELIVERED TO MARKET TOO SLOWLY

• Misaligned skills and resources inhibits innovation

• Traditional service delivery hampers improving time-to-value and cycle times

CURRENT IT IS EXPENSIVE TO SUSTAIN AND MAINTAIN

• IT complexity is growing

• Productivity is shrinking

SECURITY RISKS ARE INCREASING

• Consumerization is bringing new security risks

• Compliance is getting harder

What do you need to do to make this shift?


Reduce Risk of data breach, improper access and fraud

• Secure online business to increase revenue

• Decrease security risk

• Simplify compliance

SECURE

Free Up Resources by improving efficiency and managing complexity

• Transform from manual to automated

• Focus on service experience instead of infrastructure

• Reduce costs and cycle times

TRANSFORM

Drive Innovation by leveraging new technologies and the cloud to meet business needs

• Deliver services faster with better quality

• Optimize portfolio for greatest return

• Respond quickly to new demands

ACCELERATE

Business Service Innovation approach from CA Technologies


Transition from maintaining IT systems to delivering new, innovative services with speed and agility

Customized Value Roadmaps help you Accelerate,

Transform and Secure IT

CA Technologies solutions capabilities


MODEL portfolio and services to optimize investment • Business and service insight • Service virtualization • Project and portfolio analysis

ASSEMBLE new services quickly and easily • Service evaluation and acquisition • Service design and assembly • Catalog of applications

and services

AUTOMATE end-to-end for scale and efficiency • Process and service orchestration • Infrastructure/workload

automation • Measurement and control

ASSURE quality-of-service and experience • Performance monitoring • End-to-end service assurance • Predictive analytics

SECURE identities, access and data • Security to, for, from the cloud • Identity and access management • Data protection and control

MANAGE service portfolio from strategy to execution • Change and configuration

management • Service level and catalog

management • Problem and incident

management

SECURE TRANSFORM ACCELERATE

NIST Cloud Reference Architecture

8

Evaluation Criteria

Agility Cost Quality Capability

Security Risk

Enterprise Customer

Secure and Manage - the transaction link between the enterprise and the provider

Provide insight into IT constraints and business

demands

Migrate customers infrastructure and link to

providers cloud

Establish, monitor contracts and SLA’s; optimize the customer

experience

Deliver enterprise customers the agility needed to move into and

within the cloud

To transform, Service Providers must bridge the “new normal” gap with an innovation engine

Service Provider Innovation Engine

Deliver value-added services, exploiting new technologies and

the cloud

ENTERPRISE CAPACITY FOR INNOVATION

ENTERPRISE DEMAND FOR INNOVATION

Service Providers must fill

this growing gap for

customers

Insight

Orchestration

Optimize

Catalog

VPDC IaaS PaaS SaaS

Customer Experience

Extensible Value

La Strategia Oceano Blu

Confini definiti e accettati da tutti

Regole del gioco competitivo note

Costante tentativo di superare le

performance rivali sugli stessi fattori

L’unico fattore determinante diventa il

prezzo

Concorrenza all’ultimo sangue

Un nuovo perimetro

Creazione di nuova domanda

Aggirare la concorrenza senza

combatterla

Non è necessario allontanarsi

troppo dai confini di settore

Il Framework delle quattro azioni La nuova Curva del Valore (Value Streams)

RIDURRE Quali fattori andrebbero ridotti al di sotto dello standard di settore ?

CREARE Tra i fattori mai offerti dal settore quali dovrebbero

essere creati ?

ELIMINARE Tra i fattori che

l’industria da per scontato, quali

andrebbero eliminati ?

AUMENTARE Quali fattori andrebbero

aumentati al di sopra dello standard di settore ?

Nuova Curva del

Valore

• A compelling differentiated set of cloud services

• Phased service launch to take market share

• Pricing and packaging of planned services

• Initial customer adoption and service growth

• Acceleration of lead generation

• Rapid spin-up of marketing and sales staff

“CA Market Dynamics” CA Business Planning Services to Collapse Service Provider Time to Revenue -

11

Stages consistent with CA competitive advantage – helps service providers build their margin by getting to market fast

(Cloud) Service Portfolio Planning

Business Modeling to maximize profit and

accelerate breakeven

Market Launch and Sales Enablement

• Sales enablement training & playbooks

• Business value justification

• Service offers, launch sequence

• Pricing & packaging

• Hardware planning

• Implementation & staffing

• Local market demand

• Competitive analysis

Components of CA Market Dynamics

12

Launch Strategy & Goals

Service Portoflio Planning

Expense Modeling

• Webinar Content, best practices

• Marketing development funds

Awareness & Demand

Generation

Sales & Channel Development

Co-branded Marketing Assets

• Content library for rebranding

• Collateral & multi-media

Suggested Service Offers, and Real World Pricing (US)

¹ Source: Total 2010 Public Cloud Market: $22.2B. IDC Worldwide & Regional Public IT Cloud Services 2010-2014 Forecast, June 2010

How Service Providers are Leveraging CA Technologies to Make Money in the Cloud

REV

ENU

E

LAUNCH

MESSAGING EMAIL

VIRTUAL PRIVATE DATA CENTER

‒ $2800/month – 32 Core 48 Gb memory 1Tb live & backup storage,

‒ $4800/month – 64 core, 128 Gb, 2Tb/2Tb

‒ $7500/month – 192 core, 192 Gb, 4Tb/4Tb

‒ $15/user/month – messaging

‒ $40/user/month – messaging + email

‒ $3165/month email up to 1000 users



Launch virtual server/storage, PaaS, and VPDC now to take advantage of current market demand

Follow with SaaS after experience and knowledge of local market demand grow

47%

10%

43 %

Share of 2010 market and 5 year growth rate¹

IaaS

PaaS

SaaS 20%

30%

39%

VIRTUAL PRIVATE SERVER (IaaS)

‒ $30-90/month – Linux

‒ $40-100/month - Windows

PLATFORM AAS ‒ $199/month – 1 node, 1.5 CPU core, 2304 MB RAM, 90 GB storage

‒ $634/.month – 2 nodes, 5 CPU cores, 7680 MB RAM, 300 GB storage

‒ $1984/month – 4 nodes, 16 CPU cores, 24576 MB RAM, 960 GB storage

About CA Technologies


CA Technologies is a leading provider of IT management software and solutions to global private and public enterprises:

• Broad and deep portfolio of solutions that deliver business outcomes across the entire business services lifecycle

• Innovation through organic investments and acquisitions

• Customer choice: multi-platform and system agnostic, consume software the way you want – on-premise, on-demand, service providers

*Forrester Research, Inc., “Who’s Who In IT Management Software 2.0”, August 17, 2010 ** IDC, “Worldwide Cloud Systems Management Software, 2011-2015 Update and 2010 Vendor Shares”, Document No. 231493, November 2011.

MARKET LEADERSHIP

One of the Forbes World’s Most Innovative Companies

RANKED #1 in Forrester’s list of IT Management Software Vendors by Revenue.*

RANKED #2 Cloud Systems Management Software Vendor**

One of Fortune Magazine’s Most Admired Companies (software industry)

One of Newsweek’s Top 10 greenest companies

30+ years managing complex IT environments

$4.5 billion annual revenue & strong profit

Grazie

ca partner day - bsi - milano e roma

Technology